Why your boss tunes you out
One of my clients came to me with a high-stakes pitch to request a budget and head count for her team. She had built a beautiful and thorough deck with revenue charts, growth graphs, staffing history, and supporting data. Buried somewhere behind all the data and charts was the one thing she actually wanted: additional money for technology and head count to grow her team. So I asked her if the…
One client sought budget and staff for her team by presenting a detailed deck filled with charts and data. However, she realized the crucial information was hidden at the end, making the presentation unclear. Executives often tune out when faced with lengthy presentations filled with data. To improve, leaders must tighten and highlight their message.
During coaching, executives frequently complain about presentations overloaded with information. Senior leaders only have a short time to make a convincing argument, so a direct and concise presentation is key. Overloading with data can backfire, as people tend to average out the information rather than add it up. In experiments, participants rated the danger of a drug lower when presented with the full list of risks compared to just the serious ones.
The key is to move people from their current state to a desired future state, focusing on the transformation you want them to make. Before presenting, define the transformation and choose the top three data points that support it. Ask yourself what three compelling points will help achieve the desired transformation. Clearly state your request at the beginning and restate it at the end.
Quantify the cost of inaction, as specific scenarios and consequences are more persuasive than general statements.
Written by urgent.news from Fast Company's reporting — not their text. Machine-written — may contain errors; check the original before relying on it.
